Director of Sales

Reports to: General Manager and Corporate Director of Sales

Status: Exempt

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Job Summary:

Evaluates past programs/events and develops new programs in order to maximize opportunities and exceed revenue goals. Oversees the performance management, coaching, recruiting and selection of the sales workforce, as well as any third-party contract services. Works with the VP of sales and marketing and corporate director of sales to develop and manage the hotel’s sales and marketing budget. Participates in revenue management strategies. Manages, develops and maintains a specific market for the hotel through quantified bookings of new and repeat clientele.


**Please note, Mainsail Lodging & Development is a drug-free workplace. Pre-employment screening, to include a background test and drug screen, is required for all candidates offered a position.


Essential Functions

Sales Leadership

  • Execute the sales strategy and ensure individual booking goals are met for both self and staff
  • Ensure the development of a strategy account plan for the demand generators in the market
  • Ensure sales team understands and is leveraging MI demand engines to full potential
  • Ensure focus is on proactive selling as well as reactive selling
  • Review STAR report, shopping reports and other resources to maintain awareness of the hotel’s market position
  • Attend revenue meetings to provide input on weekly and overall sales strategy
  • Develop/implement innovative marketing ideas and deployment strategies to grow market share
  • Serve as authority on sales processes and sales contracts
  • Identify public relations opportunities and coordinate activities to augment the overall marketing communications strategy
  • Execute and support Mainsail’s core values
  • Perform other duties, as assigned, to meet business needs


Specific Sales Market Responsibilities

  • Oversee and manage the group sales team of the hotel
  • Maintain current and accurate information on clients through databases and sources
  • Define, develop and maintain contact with present and future clients to ensure repeat and new business
  • Produce and deliver presentations as needed to clients and third party partners
  • Promote and sell the hotel by participating in industry trade shows and sales trips


Hotel Performance

  • Ensure successful performance by increasing revenues, controlling expenses and providing a return on investment for the owner and investors


Talent Management

  • Set goals and expectations for direct reports, aligning these with the overall business forecast and budgets
  • Appropriately address performance issues and hold staff accountable for successful results
  • Partner with Human Resources to attract, develop and retain the best people
  • Identify, train and mentor staff

Qualification Standards

Education & Experience

  • 4-year Bachelor’s degree preferred
  • Demonstrated skills in supervising a team
  • Lodging sales experience in either with luxury or upscale hotels and resorts
  • Excellent customer service skills
  • Excellent communication skills, both verbal and written
  • Ability to effectively present information to individuals or groups
  • Proficient with Microsoft Office programs
  • Current Marriott or Starwood experience preferred
  • Current CI/TY/SFAweb, MarRFP, and MRDW access preferred
  • Current or recent sales leadership preferred


Physical Demands

  • Ability to sit or stand for extended periods of time
  • Ability to communicate clearly
  • Corrected vision to normal range
  • Ability to drive/transport self and others
  • Ability to travel, domestically and internationally
  • Long hours sometimes required


Mental Demands

  • Make sound judgments quickly
  • Work on multiple tasks, making appropriate progress towards deadlines
  • Able to work independently, take direction and provide direction to others
  • Manage differing personalities with the office, the resort and the community
  • Maintain the highest degree of confidentiality
  • Ability to work effectively in stressful, high pressure situations
  • Ability to effectively handle challenges in the workplace, including anticipating, preventing, identifying and solving problems

Career Information

Date Posted:
September 1, 2019

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